Growing Profits in 2018

Growing profits does not necessarily mean you have to work harder. Sometimes, we just have to work smarter.

Look at how your salespeople are earning new business – are they actively communicating with potential customers or have they settled into being “order-takers”? What is your sales model? Do your salespeople all work from a process or a selling system, or are they each left to fly by the seat of their pants? Are you confident that your salespeople are communicating the unique value proposition your products or services offer?

Do the research, and create a list of “Top-10” prospective customers – what would it take to earn their business? Find out who currently serves these customers and determine if and how you could better serve their needs.

Reach out to lost customers. Find out why they left you if you don’t already know, then ask straight out what it would take to earn back their business. Express an honest and sincere desire to understand how you can best serve them. The key is being sincere. People will see right through a fake attempt to appear concerned, and that breeds mistrust.

Take some time to actually have conversations with some of your top clients – find out what they like about doing business with you, and how you can continue to serve their needs. Sales is about much more than a transactional process – good sales reflect a solid relationship with your customers. Focus time on building that relationship and understanding the customer’s needs. Elevate your company into becoming a true partner with your customers.

If you’d like a comprehensive assessment of improving profitability in your company, please contact me at the email address below – I’d be happy to work with you to help you focus and thrive in your business.